Summertime Blues

It’s summertime!

1. No one wants to be bothered.
2. It’s too hot.
3. It’s a beautiful day; everyone is out.
4. No one is thinking about work.
5. Prospects are getting ready to go on vacation.
6. Everyone is on vacation.
7. Prospects are just returning from their vacations.
8. I’m preparing to go on vacation.
9. I’m on vacation.
10. I’ve just returned from vacation.
11. My assistant is on vacation.
12. Their assistant is on vacation.
13. No one is in on Mondays.
14. No one is in on Fridays.
15. Prospects are catching up midweek.
16. Prospects leave the office early.
17. Prospects go to the office late.
18. Prospects take long lunches.
19. No one makes appointments till after July 4th.
20. No one makes appointments till after Labor Day.

Print this list out. Send it to your competition. Then, get on the telephone!

Life and work continue, even in the summer. If it’s too hot, then your prospects will be in their nice, air-conditioned offices—where you should be, too, making calls. If it is a beautiful day, some people may be out. The rest will not.

Everyone is not on vacation every day. If you happen to call someone who is on vacation, call them back when they return. If they are planning a vacation, schedule the meeting for when they return. If they have just returned from their vacation, schedule for a time when they say they will be caught up. If you are going on vacation, schedule for when you return.

Prospects are in the office on Mondays and Fridays, early and late. They are frequently at their desks during lunch—especially when you are calling the boss.

Prospects make appointments all summer long, just as they do in the fall, winter and spring. If a prospect asks you to call back after a holiday, suggest that you “pencil in a meeting for after the holiday.” Promise that you will call to confirm it. Do so.

And to ensure that you have the skills you need to prospect successfully and build sales revenue this summer, make sure to take advantage of our July 4th/Independence Day Sale where all Weiss Communications products are 15% off. Order now: URL GOES HERE

Have a wonderful prospecting summer.

Fourth of July Sale

It’s nearly the Fourth of July and I hope you and your family and friends are having a wonderful time preparing for it!

We here at Wendy Weiss headquarters have also been preparing… We’ve been preparing for a sale that we only do once or twice per year! This year, we’ve chosen the Fourth of July holiday to host this sale for you, our valued blog readers.

From today, Thursday, July 3 to Sunday, July 6, you can save 15% on EVERYTHING in the Wendy Weiss collection of sales training tools. This is an amazing opportunity to grab one of Wendy’s best-selling products and put it to use immediately!

To take advantage of this sale, simply visit our online store:

http://wendyweiss.com/sales_training_tools.html

Choose your products, click to the check out page and enter “JULYFOURTH” as the coupon code. Your 15% discount will be applied immediately!

Here are just some of the products you can get during this sale…

** Miracle Appointment-Setting Script (Audio CD and Workbook)

The Kit that Helps You Get the Appointment — Every Time

This program is an instant script, a step-by-step formula that frees you from the struggle of having to find just the right words. Use The Miracle Appointment-Setting Script to create your own comfortable and effective approach to prospects.

Regularly $87 (Electronic) – Now Only $73.95!

** Cold Calling College (4 audio CD’s and comprehensive workbook)

Everything you need, A to Z, to effectively reach more prospects, close more sales and make more money.

Includes a free consultation with The Queen, herself.

Regularly $225 (Electronic) – Now Only $191.25!

** Cold Calling for Women: Opening Doors & Closing Sales (Book)

This is the book you need to open doors and close more sales. “Cold Calling for Women” creates a map for readers to use when prospecting. There is no way to get lost or take a wrong turn. It’s a simple, effective system to turn phone calls into meetings into sales.

Regularly $12.95 (Electronic) – Now Only $11.01!

And that’s just a sampling…

Visit http://wendyweiss.com/sales_training_tools.html and enter “JULYFOURTH” as the coupon code to save until Sunday!

Take this time during the summer months to become a sales expert and increase your sales dramatically! These tools are designed by a sales experts for sales professionals and they all come with a money-back guarantee should you be unsatisfied!

Visit http://wendyweiss.com/sales_training_tools.html and enter “JULYFOURTH” as the coupon code to save until Sunday!

If you have any questions, please e-mail my assistant Erin at erin@wendyweiss.com and she’ll assist you immediately.

Thank you and here’s to your sales success!

Wendy Weiss
The Queen of Cold Calling
http://www.queenofcoldcalling.com

The Queen’s Podcast: Appointment-Setting

Please find enclosed edition two of The Queen’s Podcast with Wendy Weiss. This podcast covers appointment-setting and what techniques you need to take when you get someone on the phone.  It also includes the Appointment-Setting Mantra.

 

 The Queen's Podcast: Appointment-Setting [13:06m]: Play Now | Play in Popup | Download (15)

Finding Leads (for Free) for Your Cold Calling Campaign (Part II)

Leads are everywhere. No one should ever put off a cold calling campaign with the excuse of having no one to call. There are many excellent sources to find lists of potential prospects for your market. Many of them are online, some well-known ones are: Hoovers.com, SalesGenie.com and GoLeads.com. These databases, while excellent, require a fee. The following are some more free resources to explore before you spend your hard-earned money. Read on:

**Companies that List Employees Online
Certain industries such as real estate (commercial and residential), insurance, financial and law firms list their employees online. Visit the company web site to access the leads you need.

**PRNewswire.com.
Here’s one that I really love: PRNewswire.com. This service provides electronic news distribution services on behalf of tens of thousands of corporate, government, association, labor, non-profit, and other customers worldwide. They have an advanced search function that lets you search news releases from the past 30 days. You can search by industry, company, and/or subject, for example, newly hired or newly promoted high-level executives.

**Social Networking
Here’s something I’m still learning about – social networking I tend to be a techno-moron, but I do have profiles on both Linked In and Facebook. www.linkedin.com and www.Facebook.com. I’m told these are great resources to find leads. In the meantime, if you’d like to see my profiles here they are: Facebook: http://www.facebook.com/people/Wendy_Weiss/626375765 LinkedIn: http://www.linkedin.com/pub/0/a0/577.

If you’d like to learn more about Social Networking you can access this program by Erin Blaskie. It’s called “Social Networking – The What’s, Who’s and Why’s” and it’s free too: http://bsetc.audioacrobat.com/download/vavs-socialnet.mp3.

**Various Other Directories
If your prospects are doctors or medical professionals, you can frequently find them on insurance company web sites,
for example: Cigna and Oxford.
Looking for attorneys? http://www.findlaw.com
If you’re looking for business leads: http://amexb2b.us.disk11.com/open/us/en/Search.do
To find a particular person or business: www.411.com or www.superpages.com
How about radio stations? www.radio-locator.com
Leads for Healthcare IT? http://www.health-infosys-dir.com/yp_hc.asp

**The Public Library
Last, but absolutely not least, my all time favorite resource: The Library. Libraries have many resources available to the enterprising and the best part is that many of these are now available online. I checked out the New York Public Library, www.nypl.org, and this is a sampling of the databases I found that were available online:

• Advertising Red Books Online
• Bloomberg
• Business & Company Resource Center
• Business Dateline
• Business Source Premier EBSCO
• Butler Group CIO Knowledge Center
• Chicago Tribunte
• Communication & Mass Media Complete
• Compustat PC Plus
• Design and Applied Arts Index
• Directories in Print
• Dow Jones Interactive
• Dun & Bradstreet’s International Million Dollar Database
• Dun & Bradstreet’s Principal International Business CD-ROM

And remember, this is a sampling and I stopped at the D’s. With these types of resources available, you don’t even have to leave your home or office. You may have to join the public library for access, but that’s free as well. University and college libraries also have terrific resources available online and that is another avenue for you to explore.

So remember: Before you spend your hard earned cash, see what you can find for free, first.

Wendy Weiss, “The Queen of Cold Calling,” is a sales trainer, author and sales coach. Her recently released program, The Miracle Appointment-Setting Script, and/or her book, Cold Calling for Women, can be ordered by visiting http://queenofcoldcalling.com. Contact her at wendy@wendyweiss.com. Get Wendy’s free Special Report, Getting in the Door: How to Write an Effective Cold Calling Script, at http://www.wendyweiss.com

© 2008 Wendy Weiss

The Real Secrets of the Top 20% by Mike Brooks

Finally! The Real Secrets of the Top 20% REVEALED!!

For the first time EVER, I’m publishing the DEFINITVE Book on Inside Sales! Learn every Script, Technique and Skill the Top 20% Use to Close More Sales!!

Over the years, I’ve had thousands of requests to put everything I know into a comprehensive, affordable book that would be packed with the skills, techniques and ‘Secrets’ that Top 20% Producers use to make all those sales. During this Pre-Launch Special, you can get this Valuable Book for just $19.95!

That’s right! You can now get every Strategy, Skill and Script you’ll need to Close sales like the Top 20% in my new book, “The REAL Secrets of the Top 20%”! And if you order today, I’ll even sign your copy and mail it personally!

This book has already been endorsed by Top Sales Trainers like: Jeffrey Gitomer, Brian Tracy, Stan Billue, Wendy Weiss, Art Sobczak, and many others!!

To find out more information, click here.

The Queen’s Podcast: Cold Calling Tips & Techniques

Please find enclosed edition one of The Queen’s Podcast with Wendy Weiss. This audio speaks about the three groups of people who do cold calling and provides tips and techniques for all three.

 

 The Queen's Podcast: Cold Calling Tips and Techniques [19:24m]: Play Now | Play in Popup | Download (327)

Prospecting Tips / Asking Good Questions

1. How much do you think this would help you make?
This question justifies expense. Use this question, or depending on the circumstances, use the following question:

How much do you think this would help you save?
This question also helps justify expense.

2. What would motivate you to change?
This question creates the rationale a prospect will use to justify their purchase

3. Do you have a preference?
If your prospect has a preference, you need to know what it is how they arrived at that preference. Having a preference also moves the prospect one step closer to saying, “yes.”

4. What has been your past experience?
If you can exploit a bad experience with a competitor, that’s terrific. If the bad experience was with your company, you need to know about it and if possible, fix the problem.

5. How do you know?
It’s a good idea to know where your prospect is getting information and whether or not it’s from a reliable source. (Be very careful when you say this because you never want to make your prospect feel stupid.)

6. What else you would like to see?
This question can reveal other sales options for the prospect. This question could expand your sales.

7. How much would it be worth to you to solve this problem?
This question reveals a prospect’s motivation. If it’s not worth much to them to solve the problem, you probably won’t get the sale.

8. What would it cost, ultimately, if things remained the same?
This question helps the prospect justify the purchase. The two questions together will help you determine a prospect’s budget.

Always ask the two above questions so that you’ll have the full range of their budget and motivation. In addition, some people are motivated by a positive outcome while others are motivated by avoiding a consequence. These two questions together cover both.

9. What is your budget?
This is a perfectly reasonable question to ask. If they don’t have a budget, by asking the questions above you can help your prospect determine the budget.

10. And for more great selling questions and tips on closing the sale make sure to attend the “Learn How to Close Sales Like the Top 20%” teleconference on Thurs., June 19th at 4:00 p.m. Eastern. Register now: http://wendyweiss.com/tele-mrinsidesales.html

*Reprint these articles in your own publication*

Please reprint these articles in your own email, online or printed publications. It’s free as long as you give credit (by Wendy Weiss) and mention the web site (http://www.wendyweiss.com) and email address wendy@wendyweiss.com.

Smart Women Create Membership-Based Businesses: One Day Only Book Launch!

I wanted to let you know about a special book promotion that is happening today only. The book is by my friend, Sheri McConnell and is called Smart Women Create Membership-Based Businesses. Sheri McConnell is the Founder and President of two national organizations, National Association of Women Writers and the International Association of Web Entrepreneurs.

One of the reasons I wanted to you to check out Sheri’s book and take a look at http://www.smartwomenbook.com was because of all the bonuses her team has put together for you. These bonuses are in line with Sheri’s overall mission to help women!

When you purchase Sheri’s book today, June 25th, 2008 at http://www.smartwomenbook.com, you will receive thousands of dollars worth of bonuses for women and by women.

And if that weren’t enough, the book itself is “pure gold” for anyone wanting to create their own membership-based business!

Here is what just a few industry leaders have had to say about the book already:

“A simple, easy to understand guide that anyone can use to get started with a membership-based business!”
—Alexandria Brown, Online Entrepreneur and Millionaire Marketing and Success Coach

“The road to a truly successful, lasting membership site can be a tricky one, and it pays (really pays) to get it right from the beginning. Sheri McConnell teaches you how to leverage and lead by using one of the most powerful formulas that exist: the membership-based business model.”
—Andrea J. Lee, Award-Winning Author of Multiple Streams of Coaching Income

“Smart Women Create Membership-Based Businesses is essential reading for any woman who wants to discover the power of leverage in their business model. With just one tip from this book full of golden nuggets, you’ll be able to catapult your revenue and results forward light years. I personally have experienced an extra $100k in my bottom line from membership based businesses – I hope you will too!”
—Melanie Benson Strick, Million Dollar Lifestyle Business Coach & Virtual Team Building Expert

“As an owner of a membership site myself, I can tell you that Smart Women Create Membership-Based Businesses exposes the truth of why a membership-based business model is so powerful—especially for female entrepreneurs. Beyond a great business model, my membership site has brought me so much closer to my community of entrepreneurs and we all work together to help each other succeed – and that is the best reward.”
—Stefanie Hartman, CEO SHE Inc. and Founder of Millionaires In Training (MIT) Program and the PrivateJVClub.com

I hope you can take a moment today to check out Sheri’s book and the many “women only” bonuses at http://www.smartwomenbook.com.

Technorati Tags: Wendy Weiss, The Queen of Cold Calling, Sheri McConnell, Smart Women Create Membership-Based Businesses, Smart Women Book, membership, memberships, membership-based business, Alexandria Brown, Melanie Benson-Strick, Stefanie Hartman, Andrea J. Lee

Internet Entrepreneurs: Are you tired of not having enough hours in a day?

Are you tired of not having enough hours in a day?

Are you so busy trying to keep up with your business, home and personal responsibilities that you’re burning the candle at both ends?

My friend Marnie Pehrson, the creator of IdeaMarketers.com (and 19 other web sites) is a mother of 6 and author of over 20 fiction and nonfiction titles.

Those of us who know her best are always asking how she gets so much done in so little time. Finally…after so many people asking her how she does it, Marnie’s compiled her secrets in one place so the rest of us can get more done in less time too!

To learn Marnie’s secrets for accomplishing more in a day than most people accomplish in a week, please visit her website here.

Blog Site Relaunch–International Association of Web Entrepreneurs

International Association of Web Entrepreneurs Announces Blog Site Relaunch With Expanded Member Benefits in Collaborative Effort to Help Internet –based Businesses Work, Better, Smarter and Faster

Recently in an Entrepreneur magazine focusing on working better, smarter and faster, Amanda Kooser’s article, Work Smarter, illustrates how Web applications make it possible for businesses to collaborate and store information anywhere in the world. The onset of Web-based applications has helped streamline business, especially Internet business. At the same time, Web applications are just one method of working smarter. It’s equally important for Internet marketers to align themselves with experts and likeminded entrepreneurs to receive the support they need to succeed. The International Association of Web Entrepreneurs helps alleviate the isolation online business owners often feel by providing an online community chock full of collaborative opportunities to grow business.

The International Association of Web Entrepreneurs—President and Founder, Sheri McConnell, along with Founding Partners Marilyn Schwader, Director of Social Media; Susan Daffron, Director of Web Development; and Lisa Manyon, Director of Publicity, recently revamped the AWE offerings to better support online success. http://www.aweconnet.com/blog

“Many web entrepreneurs feel overwhelmed because they try to do it all alone. That’s where we come in. AWE members can connect with a virtual network of proven resources and experts.” Says McConnell, “We took a collaborative look at what entrepreneurs really need to succeed, we listened to current members and we revamped our offerings to include a re-launch of our blog site. We’ve also introduced a new positioning statement for AWE: “The International Association of Web Entrepreneurs is your global resource for building profitable and ethical online businesses.”

A sampling of membership benefits include:

• Exposure to 19 Web Marketing Experts who share proven Web strategies to accelerate your success

• Instant access to the AWE Rolodex, which has more than 100 resources in 50 different business tool categories

• Weekly Q & A sessions every Thursday to network with members and build your business

• Exclusive members-only area with special discounts and links to bonus and business building materials (including several you won’t find anywhere else)

• Monthly teleseminars with experts, which are also available as downloadable audio, with CD’s mailed each month so you can listen at your convenience

• Promotional platform for member news on the AWE blog to give your online business the recognition it deserves

• Printed AWE Newsletter to keep up on the latest trends and AWE happenings

• Global networking with the AWE Facebook Group to expand your contacts

• Thousands of dollars worth of bonuses from experts

• For a complete listing of benefits visit http://www.aweconnect.com/blog/

Web entrepreneurs have the opportunity to join AWE and receive the first two months for free. This offer is available to new members across the globe and allows a risk free trial of services.

The International Association of Web Entrepreneurs is a membership-based organization founded by Sheri McConnell of Sheri McConnell Companies, Inc. Members receive access to teleseminars with AWE experts, laser coaching, Q & A sessions, monthly tele-coaching, an invaluable rolodex of online business and marketing resources, business building bonuses, updates on online marketing standard practices, and more. The AWE is your global resource for building profitable and ethical online businesses. To get more information or to join AWE and receive your first two months for free, visit http://www.aweconnect.com/blog/

Technorati Tags: Sheri McConnell, Lisa Manyon, Susan Daffron, Marilyn Schwader, Association of Web Entrepreneurs, International Association of Web Entrepreneurs, Wendy Weiss, cold calling, cold calling techniques, cold calling for women